Business Development Manager

Location:

(HTA) Remote_USA-AZ

Job ID:

R0024147

Date Posted:

2023-11-03

Company Name:

HITACHI ENERGY USA INC

Profession (Job Category):

Sales, Marketing & Product Management

Job Schedule:

Full time

Remote:

Yes

Job Description:

General Information:

The Business Development Manager role is responsible for broadening the Network Control ("NC"; SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for the United States region. The focus for this person is IOUs, Rural Electric Cooperatives, Municipalities, and other strategic opportunities as assigned.

DUTIES AND RESPONSIBILITIES:

• Think strategically and own your business plan.

• Apply a step-by-step selling process and report progress along the way.

• Identify target opportunities for NC with new customers through:

• Evaluation of market research reports

• Aggressive and organized networking internally to Hitachi Energy and externally

• Visits to all potential leads and prospects utilizing established networks

• Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunities

• Meet and proactively report on quota for leads, prospects, opportunities, and bookings

• Maintain information in the Salesforce CRM tool for:

• Tracking sales including contact reporting

• Reviewing sales process, status and forecast

• Building player maps

• Ensure appropriate Capture Team Strategy is in place for pursuing leads

• Introduce technical staff into account/opportunities at appropriate point in process

• Ensure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:

• Set up minimum one CXO level meeting with the VP Sales

• Set up minimum one meeting with the ultimate customer decision maker and

NC senior management

• Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuit

• Engage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the process

• Partner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements.

• Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.

• Keep track of competitors' selling status, tactics and strategies

• Take the lead in outlining and communicating a winning sales strategy against competitors

• Ensure customer requirements are documented prior to hosting demos

This role normally requires approximately 40% travel. Customer site visits are an integral ingredient to success which may be enhanced through virtual contact.

EXPERIENCE/SKILLS:

• Strong knowledge of the electric utility sector and the associated technology and business landscape

• Continual attention demonstrated to seeking new sales opportunities

• Proven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organization

• Proven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organization

• Strong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunities

• Strong communication skills

• Solid understanding of software offerings and market needs

• Experience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plans

• Experience with engaging across businesses (multi-divisional etc.)

• Strong negotiating skills

• Proven track record in managing, influencing and motivating project team members to achieve project objectives.

• Experienced business traveler

EDUCATION:

B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.

EXPERIENCE:

Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers(empty)

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi Energy HR Representative at 1-888-504-2007 or by sending an email to: us-pg-askhr@abb.com. Resumes and applications will not be accepted in this manner.